AWS Alliances Lead

At Lang Chain, our mission is to make intelligent agents ubiquitous. We build the foundation for agent engineering in the real world, helping developers move from prototypes to production-ready AI agents that teams can rely on. We began as widely adopted open-source tools and have grown to also offer a platform for building, evaluating, deploying, and operating agents at scale.

With $125M raised at Series B from IVP, Sequoia, Benchmark, CapitalG, and Sapphire Ventures, we’re at a stage where we’re continuing to develop new products, growth is accelerating, and all team members have meaningful impact on what we build and how we work together. Lang Chain is a place where your contributions can shape how this technology shows up in the real world.

Today, our platform includes Lang Smith (Observability, Evaluation, Deployment, Fleet, and Sandboxes), our open source frameworks (Lang Chain, Lang Graph, and Deep Agents), and the newly launched Lang Smith Engine for autonomous agent improvement. We have 100M+ monthly open source downloads, 6,000+ active Lang Smith customers, and 5 of the Fortune 10 use Lang Smith in production (+ 35% of the Fortune 500 overall), including teams at Klarna, Clay, Coinbase, Workday, Lyft, Cloudflare, Harvey, Rippling, Vanta, Linked In, , Nvidia, and Bridgewater.

You will be Lang Chain's dedicated cloud alliance lead for AWS, owning the relationships and revenue motions that make these partnerships produce real pipeline. This is a senior individual contributor role sitting within the Partnerships team where you'll be close to the product, close to the field, and expected to drive results without a lot of hand-holding. You'll own co-sell execution and marketplace presence end-to-end, working with cloud partner teams, field sellers, and Lang Chain's GTM organization to turn partner relationships into closed deals.

Co-sell and pipeline

• Own and grow Lang Chain's co-sell motion with AWS: manage joint pipeline, coordinate deals with AWS field teams, and drive sourced and influenced revenue.

• Partner with Lang Chain sales leadership to define priority co-sell accounts, map territories to AWS coverage, and run co-sell plays region by region.

• Keep ACE hygiene high across the sales team so that opportunity sharing, acceptance, and launch become routine rather than a partnerships-team chore.

Marketplace

• Own Lang Chain's AWS Marketplace presence end to end: listings, private offers, CPPO through channel partners, and program enrollment.

• Operate our marketplace GTM platform (Suger today) and extend referral and offer automation so sellers can transact through Marketplace without partnerships-team involvement.

Programs and funding

• Operationalize AWS funding mechanisms across the team: MDF (market development funds for co-marketing), proof-of-concept credits, ISV Accelerate benefits, and any strategic collaboration funding we secure.

• Pursue AWS competency and specialization programs that strengthen our positioning with AWS sellers.

• Track funding drawn down against funding available and report it monthly.

Executive and partner relationships

• Own Lang Chain's working relationships at AWS: partner development managers, ISV sales managers, Marketplace category leads, and the Bedrock and Agent Core partner teams.

• Build executive sponsorship on both sides, and run a joint business plan with AWS that sets shared goals and a review cadence.

• Navigate the coopetitive dynamic: partner closely with AWS on Bedrock and Agent Core while differentiating Lang Graph and Lang Smith where AWS has competing offerings.

Field enablement and marketing

• Equip Lang Chain sales, solutions engineering, and marketing with better-together messaging, competitive positioning, and joint sales plays for AWS accounts.

• Partner with marketing on co-branded campaigns, content, and events that generate pipeline, including re:
  
  Invent, AWS Summits, and joint customer programs.

• Communicate results clearly to internal stakeholders, including a monthly readout on pipeline, Marketplace, and program activity.

• 6+ years in cloud alliances, partner sales, or business development, with direct, hands-on ownership of an AWS relationship.

• A track record of scaling a hyperscaler co-sell motion, not just starting one: you have taken a working AWS alliance to materially higher Marketplace share, pipeline, or partner-sourced revenue, and you can describe the mechanisms that got you there.

• Deep working knowledge of AWS Marketplace…